Podcast
How can I be more comfortable, confident, and effective on the phone?
Paul addresses concerns about effectively using the phone as a selling tool. Show Notes: Put together talking points and practice. Partner with your sales manager and role play. Can you solve a problem the customer is experiencing? If so, lead with that! “Make the customer feel that your message was crafted specifically for them.” Does …
What if my customer stops buying because I sell to their competition?
On this episode, Paul tackles the tough situation that arises from selling to your customer’s competition. Show Notes Be wary of mentioning other customers as social proof. If asked though, be transparent. Get feedback from your internal champions and try to determine the root cause of the customer’s concerns. Invoke some empathy. Chances are this …
What’s wrong with using the word “free”?
On this episode, Paul spells out why F-R-E-E is the worst four-letter F-word in business. Show Notes Whatever follows the word “free” is cheapened. Free focuses the conversation on price which is what you should avoid. “Free is too costly a burden.” There are better words to use such as…. Click here to purchase …
How do you sell to customers who are struggling?
On this episode, Paul shares ideas on selling your solution even to those customers who are experiencing tough times. Show Notes Use empathy as your internal monitor when selling to customers who are struggling. “Find new ways to support that customer.” Make the customer aware of your value-added services. “Rigid policy does not serve you …
What is Value-Added Selling?
On this episode, Paul reminds us of the simple yet powerful message of Value-Added Selling. Show Notes “Do more of that which adds value, and less of that which….” Is the value exchange equitable? “Just because we put our customer first does not mean we put ourselves last.” “You must be more focused on solving …
How do I change the way price shoppers think?
On this episode, Paul presents a couple of ideas on changing a price shopper’s mind. Show Notes Influence your customer’s mind little by little. Small wins lead to big change. Change doesn’t happen all at once. “If you want to be successful, you have to do what your competition isn’t willing to do.” In what …
How do I sell insurance when the client focuses on price or premiums?
On this episode, Paul shares five tips relevant to all industries facing pricing pressures. Show Notes: Stretch the buyer’s time horizon into the future. Help them determine…. Move the conversation from price. “Remind your clients of the complexity of their needs.” Remember, price is one of the greatest indicators of quality and performance. Be sure …
How can I differentiate in an RFP (Request for Proposal)?
On this episode, Paul tackles the challenge of differentiating your solution…even on the RFP! Show Notes: “Get there early”—before the customer submits an RFP. Request a meeting prior to submitting your proposal. Don’t limit your proposal to the …. What makes you different from your competitors? Include that in your proposal. Click here to …
How do I create a customer experience like Disney World?
On this episode, Paul examines Disney’s great customer experience and how it translates to selling. Show Notes: Surround the customer with your message of value. Is it easy to buy from your company? Details are important. Discover new ways to enhance your solution for the buyer. “Are you willing to never be satisfied with where …
How do I proactively prevent price objections?
On this episode, Paul illuminates the delicate balance of steering the conversation from price to value. Show Notes: Are you focusing on the right opportunities? “Whoever is asking the questions on the sales call is in control of the conversation.” “Ask questions that transport the buyer….” (into the future) Surround the buyer with your message …
